Sales Representative, Mid-Market

About the Role

ADP Major Accounts supports mid to large market, complex organizations (typically 50-999 employees) by delivering scalable, enterprise grade HCM solutions across payroll, HR, benefits, time, talent, compliance, and analytics. This role focuses on selling human resources technology within a designated geographic territory to grow new client market share and drive strategic discussions around Human Capital Management (HCM) initiatives for mid-market organizations with 150 -- 499 employees.

Key Responsibilities

• Own a defined, protected territory and execute a top-down sales strategy to win new clients.
• Drive the full sales cycle: prospecting, qualifying, presenting, negotiating, and closing.
• Implement a sales strategy targeted to decision-makers and business owners to build a network and capture new business.
• Utilize multi-channel prospecting techniques to engage decision-makers and secure qualified appointments.
• Collaborate with internal ADP partners to cross-sell and expand within current accounts.
• Engage with warm leads from marketing, channel partners, and existing ADP relationships.
• Act as a consultative partner who understands client challenges and connects them to meaningful outcomes.
• Represent ADP with professionalism, integrity, and solutions that improve employee experience.
• Manage complete sales cycles and sell ADP's suite of solutions (40+ products and services) to executives.
• Accurately forecast your sales pipeline.

Requirements & Tech Stack

• Adaptability & Emotional Intelligence: Ability to adjust to changing sales situations while demonstrating empathy, awareness, and rapport-building.
• Critical Thinking & Business Acumen: Understand business drivers and translate them into actionable solutions.
• Strong Communication & Persuasion: Deliver compelling, confident messaging to diverse stakeholders.
• Grit & Resilience: Stay motivated, persistent, and growth-oriented in a competitive environment.
• Sales Execution & Territory Management: Execute consistently with a structured approach to prospecting, pipeline management, and closing.
• Modern Selling Skills: Combine sales technology and AI-driven tools and data insights to drive pipelines and revenue.

Qualifications

• Four+ years of quota-carrying, outside business-to-business sales experience, preferably in HCM, technology, business development, uniform, or software sales.
• Proven success in consultative selling, B2B sales, and new business prospecting.